Salesforce Consultant Guide for Winnfield
If you’re in charge of a sales CRM software enactment or adoption job there are many actions and approaches to consider to help ensure your success. The following CRM execution ideas could be considered universal working across industries and businesses although team and every business is unique.
(Are you new to CRM? See this site for a thorough, helpful CRM review.)
Whether you’re using Salesforce.com, Siebel or a home-grown option; whether this is a replacement CRM system or a fresh, here are 10 Ideas to consider for successful CRM implementation in your sales organization:
1) Show Top Down Support for CRM: One of the most important approaches to ensure a successful CRM implementation is to have total, sales direction support for the CRM system. This starts with your Head of Sales, then must drip down through your sales leadership team and be demonstrated through activities and words.
2) Get Sales Called For In Your CRM Implementation Strategy: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launch plan and they could act as subject matter experts, influencers and informal leaders. This should include sales performers at every level and sales support/ sales operations staff members.
3) Exhibit the WIFM for the Sales Staff: The sales team will adopt the CRM system if it “helps to increase their pay check, reduces wasted time and gets them in front of the right folks for the right reason at the ideal time”.
Maximize CRM System Performance
Optimize CRM System Performance
4) Maximize System Performance & Fix Any System Lacks: No CRM program is perfect. When Field reps try to log in remotely maybe it takes 5 clicks too many to upgrade a contact or perhaps the system is not fast. Attempt to address and fix any CRM system concerns, before you execute.
Related.. Doug Liljegren, Principal Manager suggests that enhancing the CRM system isn’t an one shot deal. You evolve and should constantly tweak the system to best support your customers and company needs.
6) Make Sure Reps Know How To Use The CRM System: One rationale workers don’t use a CRM system, is insufficient knowledge or training about the system. Make an effort to create and execute the appropriate level of launching and on-going CRM system training, that encourages the most significant CRM behaviours you desire to drive.
Integrate CRM With Other Systems: You need to make it as easy and seamless as possible for Reps to leverage your new or updated CRM application. Your IT partners and your CRM vendor should have ideas and best practice options in this area.
Got ta Move Those Paper Contacts !
Got Those Paper Contacts Move !
8) Provide Good Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to succeed in their jobs. Awful data in your CRM reduces productivity, could be a diversion and can be a root cause for deficiency of CRM adoption.
7) Place Start, Cease Supplying Sales Staff With Info They Can Find in the CRM System: Direct your sales staff to leverage their CRM for vital reports, customer data and statements and after that discontinue providing that info via other means, ex. email or hard copy. If they have both options, they’ll fall back from what they comfy with.
Before start and on-going, take steps to consistently enhance your CRM data. This may include customer names, addresses, contact names, contact telephone numbers, purchase history etc. Focus on the CRM data components that are most important to supporting the selling process.
9) Tie CRM use to Rep Compensation: Most Salespeople are moved by cash, so you may consider connecting their compensation plan to leveraging the CRM system.
Doug Liljegren, a Salesforce Consultant who specializes in CRM implementation, has discovered that including a percentage of the reps and pipeline tracking as a state ’ standard compensation plan can be very good at driving CRM adoption. On the flipside, he’s found the use of bonuses counterproductive in driving adoption.
10) Ensure Sales leadership is Directing The Ship: Although IT, Finance and Advertising are your business partners and key stakeholders in your CRM project, the Sales team should be directing the ship, directing the job and making choices on CRM use priorities. Generally, the inherent reason your team is executing or updating a CRM would be to help your sales teams be more effective in their roles.
Watch “CRM: Measuring ROI”
Bonus Idea #11) Execute CRM in Periods: Phasing in your CRM implementation will help to ensure a successful outcome. Human behavior will not transform overnight.
If your organization is doing may things manually leveraging a CRM will be a huge cultural shift. Or, if you’re updating to a fresh type of applications, Representatives will need to get used to new processes, new displays and features that are new.
Give your organization the appropriate amount of time to adapt to the new system and you’ll have better, mid and long term outcomes.